Home | Products | 28 Mar 2017 Charlotte, NC

201 Mastering Client Engagement

28 Mar 2017 Charlotte, NC

$1,595.00

The Mastering the Client Engagement Process workshop is a highly interactive training program for Business Development or Capture Management Professionals. This workshop is part of the MBD Reinforcement and Implementation Series and is offered exclusively to graduates of a 2 or 3-day MBD Introductory program.

KNOWING “WHAT” TO DO IS ONE THING. KNOWING “HOW” TO DO IT IS ANOTHER.

Registration is limited to Fifteen (15) attendees to ensure quality.

The Mastering the Client Engagement ProcessTM workshop is a highly interactive training program for Business Development or Capture Management Professionals. This workshop is part of the MBD Reinforcement and Implementation Series and is offered exclusively to graduates of a 2 or 3-day MBD Introductory program. This workshop will enhance your understanding of how to proactively engage with customers to develop long-term relationships. This is essential in identifying and shaping opportunities early and gathering the required intelligence. You must master the Client Engagement Process to ensure a high quality feed of customer human intelligence ( HUMINT®.)

This 2-day MBD Reinforcement and Implementation Series workshops build upon the broad range of material covered in your initial MBD training. By focusing on one core content area and utilizing role playing, individual exercises, peer coaching and other interactive activities we provide you an in-depth understanding of the material and the reinforcement necessary to fully internalize and master the content.

Who Should Attend?

Mastering the Client Engagement Process is designed for personnel primarily responsible for revenue generation (BD, Capture or PM’s) and their managers. This program is available to individuals who have completed either a 2 or 3-day Introductory MBD program.  Those on the BD and BD Leadership development tracks should attend this workshop..

Learning Objectives:

  • Develop an in-depth understanding of the 4 Phases of the Client Engagement Process
  • Know and understand what specific pains you solve for prospects
  • Learn how to develop a script that will uncover the client’s core issues
  • Learn how to “rack and stack” data, intel and validated human intel (HUMINT®)
  • Learn how to base your pursuit decisions on validated human intel
  • Develop an understanding of how to use a Client Engagement Process to get beyond a personality driven client call
  • Learn how and where to intelligently invest B&P funds in opportunity pursuits

Upon completing this workshop, participants should be able to:

  • Use negative revering questioning skills
  • Better understand where you may have gone wrong on a “case study” call
  • Conduct a diagnostic pain interview to enhance your intel gathering
  • Develop and execute a call script not created in your introductory class
  • Use questioning skills (Socratic questioning, negative reversing, etc.)
  • Know how to use a CRM or other information repository to enhance the sales process

Details

Dates: 28 – 29 March, 2017

Start Time 9:00am End Time: 4.30pm

Venue Information

MBDi Offices
7422 Carmel Executive Park Dr.
Charlotte, NC 28226

Accommodations

Participants are responsible for their own hotel arrangements.

Hotel Suggestions:

Homewood Suites by Hilton Charlotte Ballantyne, NC –
Address
: 12030 Copper Way, Charlotte, NC 28277
Phone: (704) 544-7902

Or

Hampton Inn & Suites Charlotte/South Park at Phillips Place 
Address: Phillips Place, 6700 Phillips Pl Ct, Charlotte, NC 28210
Phone: (704) 319-5700

Agenda

MODULE 1 – REVIEW

  • Introductory Training Review
  • CEP Overview
  • Script Development Homework Peer Review

MODULE 2 – GETTING THE APPOINTMENT

  • CEP Phase 2, Setting the Appointment and Being Prepared for the Call
  • How to “Get an Appointment” Script Development Exercise and Role Play
  • Techniques to Practice, Drill and Rehearse

MODULE 3 – THE IMPORTANCE OF TRUST 

  • CEP Phase 3, the 3 Acts of Successfully Executing a call
  • The Importance of Bonding and Positioning
  • Personal Opportunity Pursuit Review and Coaching “Personal Case Study”

MODULE 4 – QUALIFYING BASED ON THE PAIN 

  • Developing Pain Questions Using Technical Knowledge
  • Interviewing Techniques to Qualify Based on “Pain”
  • Negative Reversing Techniques and Script Development Exercise
  • Getting the Prospect to “Paint a Picture”
  • In-depth Discovering Pain Role Play Activity

MODULE 5 – FUNDING, SCOPE & RAMIFICATIONS OF ISSUES

  • Developing “Money/ Funding” Question Scripts
  • Understanding Why We Sometimes Struggle to Ask Money Questions
  • Identifying Who, When and How a Decision will be Made

MODULE 6 – IMPORTANCE OF THE POST CALL ACTIVITIES

  • Know When and How to follow-up with a Prospect
  • How to Effectively use a CRM System

Instructors

Instructors will be assigned closer to the program date. Please check back later.

Testimonials

“MBDi training changed my entire approach to Business Development, and the results have been tangible and significant. I recommend it for everyone who wants to be successful in Business Development.”
– Senior VP & General Manager

“Makes you change your whole way of thinking.”
– VP of BD

“MBDi’s training deconstructs the business development process, offering professionals a radically different approach to business development that is focused on long-term success vs. short-term gain.”
– Member

Cost

Mastering the Client Engagement Process Workshop Fee – $1,595 (USD) per attendee.

The workshop fee includes daily continental breakfast, morning and afternoon breaks and lunch, and all classroom materials.

Multiple Attendee Discounts

No multiple attendee discounts for this program

Small Business Discount

No small business discounts for this program.

Cancellation Policy

      1. For cancellations received 14 days or more from a scheduled workshop, you may either transfer to another program or nominate a substitute at no additional cost. Refund requests will incur a $250 cancellation fee. No refunds will be provided for cancellations received less than 21 days before a scheduled workshop. Transfers or substitutions within 21 days of a scheduled workshop will incur a $300 administration fee. All cancellations, transfer requests and substitutions must be made in writing to MBDi.
      2. Training fees will not be refunded for program no-shows.
      3. MBDi reserves the right to cancel any event in its reasonable discretion. In the event of cancellation, MBDi will coordinate your attendance in another training session.

All cancellations, transfer requests and substitutions must be made in writing to rnemeth@mbdi.com.

Register

You may register using any of the options below. Payment in full is required before the commencement of the program. When registering, you can request an invoice or charge a credit card.

  • Online – Find the program you wish to attend, click on the add to cart button and then follow the checkout instructions.
  • Telephone – You may call (704) 553-0000 x13.
  • Email – Send Rebecca and email at rnemeth@mbdi.com

Cancellation Policy

      1. For cancellations received 14 days or more from a scheduled workshop, you may either transfer to another program or nominate a substitute at no additional cost. Refund requests will incur a $250 cancellation fee. No refunds will be provided for cancellations received less than 21 days before a scheduled workshop. Transfers or substitutions within 21 days of a scheduled workshop will incur a $300 administration fee. All cancellations, transfer requests and substitutions must be made in writing to MBDi.
      2. Training fees will not be refunded for program no-shows.
      3. MBDi reserves the right to cancel any event in its reasonable discretion. In the event of cancellation, MBDi will coordinate your attendance in another training session.

All cancellations, transfer requests and substitutions must be made in writing to rnemeth@mbdi.com

Contact Us

Thank you for your interest in MBDi. Please fill out the contact form below and one of our team members will be in touch with you shortly.

Not readable? Change text. captcha txt
In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The eight-element approach to turning around revenue growth
  • Critical components for a high performing BD organization
  • Is it possible to change the culture of a BD organization?
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What a new BD culture incorporates
  • Why BD culture change produces a greater return on investment than strategy
  • How external catalysts are critical to changing BD culture
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Why trust is important in developing business
  • Why a client engagement process mapped to a qualification/disqualification phase is necessary
  • The three early shaping environments impacting your revenue results
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What the true ROI is for training and development investments
  • How installing a purpose-driven client engagement process impacts pipeline quality
  • Why to fund education, coaching and professional development for effective customer engagement thinking and skills
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The missing link in most Business Development processes
  • What is HUMINT® and why it's a critical component in intelligence gathering
  • How credibility in BD is determined by the level and type of questions asked
Your Information will never be shared with any third party.
Issue Paper:
  • Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry. No matter how rational the custom of having retired military personnel call on their former subordinates now running government agencies or departments may seem, this scenario actually produces three troubling contradictions, one each from the individual, the corporation and the marketplace.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Key Indicators of Revenue Growth Stagnation or Contraction
  • Stovepipe to Strategic: Restructuring the Business Development Model
  • Steps for Implementation
  • Assess the Present State of a Business Development Organization
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Indications of Business Development model problems
  • Business Development Strategy, Planning and Capabilities
  • Opportunity Identification & Qualification vs. The Crystal Ball.
  • Business Development Professionals vs. Door-Openers and Butterfly Catchers
Your Information will never be shared with any third party.
Issue Paper:
  • Few positions have the success of an organization weighing upon them like those in Business Development.
  • Once the hiring decision is made, a substantial and long-term investment of time and finance is required to launch the individual to the point where they are building relationships, qualifying and shaping opportunities and building a pipeline.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Do You Need a Special Ops Team of Super Hunters for Your Organization?
  • Should You Stand Up a BD Strike Team?
  • Characteristics of a BD Strike Team Leader
  • Stand Up and Deliver: The Strategic Advantage
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • A proven Intel Gathering Strategy to fortify decision-making and drive revenue results
  • The difference between companies that make good “Pursuit/No Pursuit” decisions and those that don't.
  • The five stages of the Intelligence Cycle
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Lifting a page from the small company Business Development playbook can be a game-changing strategy in this transformed environment.
  • Game-Changing Structure Strategy
  • The Case for Professional Development
Your Information will never be shared with any third party.
Issue Paper:
  • Want to get inside your customer’s head and discover the real issues? Then go to the source and just ask!
  • Are you gathering Data or Source HUMINT ®
Your Information will never be shared with any third party.
Issue Paper:
  • Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy
  • Moving the Needle in Tough Times
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Guidelines for leveraging products and services to international military/defense markets in Government Contracting.
  • Top Ten List for International Business Development Success in Government Contracting
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.